kenji kuramoto rainmaker 2015

How To Build A Busted SDR Function

Kenji Kuramoto @kenjikuramoto

#Rainmaker2015  

Kenji Kuramoto AcuityComplete

#Rainmaker2015  

1. CONFUSE PEOPLE WITH ROLES

•  Believe SDR role is only for tech companies

•  Assume specialization is same for everyone

#Rainmaker2015  

MY MISTAKES:

“Predictable Revenue” – Aaron Ross

1. AVOID MY MISTAKE BY…

If you’re big enough… specialize by picking people for specific roles If you’re starting up… specialized by fractionalizing roles

#Rainmaker2015  

2. HAVE NO PLAYBOOK

#Rainmaker2015  

You,  run  a  post  route  across  the  middle!  

You,  go  deep!  

You,  go  5  yards  and  

turn  around!  

•  “Experiment”, “Get Creative”

•  Sales team does what works best for them

MY MISTAKES:

2. AVOID MY MISTAKE BY…

•  Plagiarize (SalesLoft, WhatCounts, Acuity)

•  Customize with your processes, cadence, scripts, tools

#Rainmaker2015  

3. ONLY FOCUS ON RESULTS

#Rainmaker2015  

•  “Scoreboard” (pipeline) mentality

•  Only appointments booked and deals closed matter

MY MISTAKES:

3. AVOID MY MISTAKE BY…

•  Leading indicators > lagging •  Reward “consistent hustlers”

not just “winners”

•  SDRs as creators of momentum

#Rainmaker2015  

4. FOUNDERS: PICK AN SDR LEADER

#Rainmaker2015  

•  “I’ll figure it out”

•  “How hard can prospecting be?”

MY MISTAKES:

4. AVOID MY MISTAKE BY…

•  Hire someone to lead the SDR function

•  On-The-Field Coach

•  Grow salespeople, not sales

#Rainmaker2015  

NOT  YOU!!!!  

Kenji Kuramoto, Founder kkuramoto@acuitycomplete.com | 678.371.6214 | @kenjikuramoto

Whitney Maropis, Director of Sales

wmaropis@acuitycomplete.com

Sales Squad: Lily Handley-Taylor | lhandley-taylor@acuitycomplete.com

Maria Bunch | mbunch@acuitycomplete.com Oscar Pope | opope@acuitycomplete.com

Whitney Mork | wmork@acuitycomplete.com Mitchell Netzband | mnetzband@acuitycomplete.com

www.acuitycomplete.com @acuitycomplete

3rd Floor of Atlanta Tech Village 888.418.8410

#Rainmaker2015